Unit 5报盘与还盘
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外贸函电报盘与还盘讲述
cover, one catalogue and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you make your selection. In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Art. No. 81000 Printed Shirting Design No. 72435-2A Specifications: 30×36 72×69 35/6”×42yds. Quantity: 18,000 yards Packing: in bales or in wooden cases, at seller’s option Price: RMB…per yard CIFC5% Lagos Shipment: To be made in three equal monthly installments, beginning from June, 2007 Payment: By confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above will be acceptable to you and await with keen interest your trial order. Yours faithfully
外贸英语函电5订单、接受和回绝_(2)[1]
![外贸英语函电5订单、接受和回绝_(2)[1]](https://img.taocdn.com/s3/m/1d267d66783e0912a2162a14.png)
订单与定单
收到买方定单后，货物发送之前，卖方为再次确 认一些事项而发出确认定单的信件，以免可能发 生的误会。
We acknowledge with thanks your letter of May 1, together with your valued order No. 111.
We will expedite your order immediately and we assure you that the goods will be forwarded within the coming week.
Ⅰ.Order
订单既可能是买方主动寄发的购货单，也可能 是买方对报盘的接受，买方发出的订单一经卖方 接受，就不能随意撤回，买卖双方就将按照订单 上的条件签署合同并执行合同。因此，在拟写订 单时，一定要将交易条件叙述完整，尤其是主要 的交易条件叙述清楚，比如，商品名称、规格、 数量、包装、价格、总金额、支付条件、交货期 等。
3. revised price 修改的价格，修正价格
1) We don’t think we can put the business through unless you revise your conditions.
除非你方修改你们的条件，否则我们认为不能达成交易。
2) 由于你方的通力合作，我们才能按你方修正价格确认向你方 订货如下：
Unit 5 & Unit 6 Orders、Acceptances 、 Confirmation & Purchase
Contract
外贸流程
客客户户资源资源
询盘、发盘、还盘
订单
定金或L/C 采购订货、工厂安排生产 船务订舱（booking）
Unit5还盘
5.Principles on Reply on Counter- Offers 1) To adopt the flexible attitude to suit the situation. 2) To be written in good care and with an eye to good-will and future business. 3) To convince the other side with facts and reasons through achieving mutual understanding or removing misunderstanding 4) To follow the basic attitude of " calmness,fairness and sincerity"
Unit 5 Counter-offers 还盘
Objectives
通过本章的学习，帮助学生掌握:
1.还盘的含义 2.还盘函常见的表达 3. 还盘函的写作策略
教学目标
知识目标： 能根据国际贸易中还盘的特点，运用还盘的 写作要点及信函的写作步骤、常用词汇及句型写出 相关还盘函。 能力目标： 将所掌握的知识融入到具体的实践活动中， 有效地指导实际的贸易工作。 素质目标： 增强沟通协作、创新能力及情感素质目标。
2. 还盘对策
1）努力说服客户接受原报价，不作让步。出口商采取这种策略的 最大风险是可能会失去成交的机会，甚至会失去客户。 2）减少公司的利润以满足客户的降价要求。这虽然是最直接和最 简便的方法，但它牺牲的是出口商自身的经济利益，因而往往 是出口商最不愿采取的对策。 3）缩小费用开支以达到降价的目的。当然，如果出口商希望缩小 的是公司业务费用以外的费用，例如运费、港口码头费等，则 必须和有关方面进行磋商和协调，自然，选择在价格中占有一 定比例并且有调整余地的费用才是最有意义的； 4）减少公司的利润以满足客户的降价要求。这虽然是最直接和最 简便的方法，但它牺牲的是出口商自身的经济利益，因而往往 是出口商最不愿采取的对策。
5.英文商务函电询盘报盘还盘
询盘（enquiries）报盘（offers）还盘（counter-offers）在国际贸易中，询盘（enquiry）通常是由买家发出，为了取得所要订购的产品的信息，例如价格，宣传册，发货日期以及其他方面的信息。
如果你是买家，应该在信件中尽量写清楚你向国外供应商询问的问题。
包括价格，折扣，付款方式，运输需要多长时间。
写信的时候不需要用过长的，过于礼貌谦卑的句子。
询盘常用短语和句型1.Interest and desires (兴趣和要求)take (have, feel) interest in (加名词)…对…感兴趣be interested in (加名词) …对…感兴趣be in the market for (加名词) …欲购买…be desire of (加名词)…想要…2. Enquiries （询盘）send quotation for …对…的报价send particulars of…告知某人某件事情的详细情况enquire for 询购e.g. We are receipt of your letter of June 12, enquiring for our black tea.make (sent ) enquiry for 询购have an enquiry for 有…的询盘e.g. We have an enquiry for 50 tons for chemical fertilizer.state terms of 说明…的条款e.g. When quoting, please state terms of payment and time of delivery.allow sb. a special allowance (discount) 给予某人特别折扣e.g. Will you please allow us a special allowance on annual total annul purchase above $ 500,000?3. Reply （询盘回复）in reply (to one’s enquiry) 回复（某人的询盘）e.g. This is in reply to your enquiry of Oct.8th, 2008.thank sb. for one’s enquiry for…感谢某人对某商品的询价e.g. We thank you for your enquiry of Feb.2th, 2008enclose a catalogue and a price list 随函附寄目录表和价格表样信1（询盘）：20th August,2008China National Import & Export Corp.SHANGHAIChinaDear SirsWe are glad to inform you that we are interested in hand-made gloves in a variety of genuine leather. There is a steady demand here for gloves of high quality and, although sales are not particular high, good prices can be obtained.Will you pleased send us a copy of your catalogue for gloves, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of the various leather of which the gloves are made.Your faithfullyCasio & Pomponio Co., Ltd.Manager样信2 （询盘回复）May 3， 2008Dear SirsThank you for your letter of April 14 for low wattage Microwave Oven. We wish to inform you that at present we are able to supply 650W Microwave Oven only, the price of which is similar to that of 600W, i.e. at USD 320 per set CIF… less 2% discount. As a matter of fact it is better than the one you enquire for, and we are sure you will find it worth buying when you read the enclosed illustrated leaflet.We welcome your order and can assure you that shipment will be made within 20days after receipt of your L/C. we except to have your decision at an early date.Your sincerelyXXXEncl. 1 leaflet报盘（offer），也叫报价，是卖方主动向买方提供商品信息，或者是对询盘的答复，是卖方根据卖方的来信，向买方报盘，其内容可包括商品名称、规格、数量、包装条件、价格、付款方式和交货期限等。
5-2报盘与还盘课件
CounterOffers and Counter-Offers
For Your Reference 1) Is this offer a firm one or not? How can people judge it? This is a firm offer. To decide whether the offer is a firm offer or not, one can rely on the use of the sentences which show the confirmation meanings, such as, “This offer is subject to our confirmation”, “We make you a firm offer at the prices quoted”, “Firm offer: ￥3540 per ton”. 2) When would a firm offer be made by seller? A firm offer would be made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withdrawn.
CounterOffers and Counter-Offers
Sample Analysis Counter offer
11Emerald Drive Shannon Park Cork CO6 18TS Republic of Ireland Nov. 17, 2009 Sunshine Cashmere Co., Ltd No.25 Kangtai Road Zhili town, Huzhou Zhejiang Province China
5.Quotations_Offers_and_Counter-offers
A counter-offer generally includes the following essential elements:
(1) Thanking the seller for his offer. (2) Expressing regret at inability to accept and state convincing reasons. (3) Putting forward new proposals or a counter-offer if appropriate in the circumstance. (4) Expressing hopes for mutually beneficial business corporation, or wishing the reader to accept writer’s counter-offer, or urging the reader to accept early.
An offer or quotation usually contains the following components:
(1) An expression of thanks for or an acknowledgement of the enquiry or cause for the quotation of offer. (2) Giving the quotation or offer, in which the name of commodities, quality, quantity, and specifications, prices, terms of payment, time of shipment, the validity of the offer, etc. (3) Futher information to encourage an early order. This part is optional but most of time is included. (4) A friendly close or an expression of expectation
报盘与还盘PPT课件
payment (covering particulars such as cost, insurance, commission, etc.), and validity; Promise on delivery or shipping date; Desire of the coming business.
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4
Useful Expressions
indicating a firm offer (with validity):
subject to your reply reaching us by (before)…
subject to your reply (acceptance) reaching here within …days
reaching us within one week. We wish to
point out that this is the best price we can
quote, and, that we are unable to entertain
any counter-offers. -
Ungraded at RMB￥4800 net per metric ton
C&F Copenhagen or any other European Main
Ports for shipment during October/November.
This offer is firm, subject to your reply
兹证实我已给你发了电报报给你方核桃仁20公吨每公吨欧洲主要口岸价计人民币22500元10月船如果你方能给我们一个递价我们相信成交的可能性是有的
Unit Three Offers and Points
-
4
Useful Expressions
indicating a firm offer (with validity):
subject to your reply reaching us by (before)…
subject to your reply (acceptance) reaching here within …days
reaching us within one week. We wish to
point out that this is the best price we can
quote, and, that we are unable to entertain
any counter-offers. -
Ungraded at RMB￥4800 net per metric ton
C&F Copenhagen or any other European Main
Ports for shipment during October/November.
This offer is firm, subject to your reply
兹证实我已给你发了电报报给你方核桃仁20公吨每公吨欧洲主要口岸价计人民币22500元10月船如果你方能给我们一个递价我们相信成交的可能性是有的
Unit Three Offers and Points
外贸函电_Unit 5国际贸易还盘和回复还盘信函
Unit 5: Count-Offer
学习目标
Unit Five
了解还盘和返还盘的基本知识；
熟悉还盘和回复还盘信函的内容结 构、写作原则及常用表达；
能根据不同情境撰写还盘信函。
本讲内容
Unit Five
Section 1: Introduction Section 2: Writing Principles of A
Company Logo
Unit Five
Section 1：Introduction
受盘人在收到发盘后，有两种处理办法： 1）完全同意发盘所提出的交易条件，并 及时向对方发出接受通知，这就是所谓 达成交易； 2）不同意发盘人在发盘中所提出的条件 ，并向发盘人提出自己的修改条件，这 就是所谓的还盘。
A Counter-Offer Letter
还盘常用短语:
on counter-offer）
counter-offer 还盘
counter-counter-offer 反还盘
trade agreement 贸易协定
favorable terms 优惠条件
total quantity 总量
minimum quantity 最低购买量
Counter-Offer Letter Section 3: Specimen Letters
Unit Five
Section 1：Introduction
➢还盘的概念和特点 ➢还盘的规律 ➢返还盘的概念
Unit Five
Section 1：Introduction
还盘(Counter-offer)，又称还价。在国际 商务交流谈判中，当买方收到卖方的报 盘以后，如果不接受或者不能完全接受 其交易条件，就需要进一步洽谈。买方 可以针对价格、支付方式、装运期等主 要交易条件进行修改或提出不同的建议 。
学习目标
Unit Five
了解还盘和返还盘的基本知识；
熟悉还盘和回复还盘信函的内容结 构、写作原则及常用表达；
能根据不同情境撰写还盘信函。
本讲内容
Unit Five
Section 1: Introduction Section 2: Writing Principles of A
Company Logo
Unit Five
Section 1：Introduction
受盘人在收到发盘后，有两种处理办法： 1）完全同意发盘所提出的交易条件，并 及时向对方发出接受通知，这就是所谓 达成交易； 2）不同意发盘人在发盘中所提出的条件 ，并向发盘人提出自己的修改条件，这 就是所谓的还盘。
A Counter-Offer Letter
还盘常用短语:
on counter-offer）
counter-offer 还盘
counter-counter-offer 反还盘
trade agreement 贸易协定
favorable terms 优惠条件
total quantity 总量
minimum quantity 最低购买量
Counter-Offer Letter Section 3: Specimen Letters
Unit Five
Section 1：Introduction
➢还盘的概念和特点 ➢还盘的规律 ➢返还盘的概念
Unit Five
Section 1：Introduction
还盘(Counter-offer)，又称还价。在国际 商务交流谈判中，当买方收到卖方的报 盘以后，如果不接受或者不能完全接受 其交易条件，就需要进一步洽谈。买方 可以针对价格、支付方式、装运期等主 要交易条件进行修改或提出不同的建议 。
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thanks with a courteous sentence.
Step 1. Introduction
• 2)Transitional Paragraph: (Counter-offer) • (1) Express your dhe offer and give
offer
Step 1. Introduction
• 1) New customer with the first inquiry. • 2) Old customer with the first inquiry for an
new products. • 3) On the fair or show. • 3.The structure of a satisfactory offer • 1) Opening Paragraph: Express your
details of prices, discounts, terms of payment, time of shipment, and packing conditions so as to enable the buyer to make a decision. • (2) A supplementary short paragraph to draw the customer’s attention to other products likely to interest the buyer. • 3) Closing Paragraph: Express your hope for an order. • Counter-offer • 1. Counter-offers: A buyer does not agree with any or some of the transaction terms of a quotation or a firm offer, he sends a counter-offer.
Unit 5 报盘与还盘
Quotations, offers and counteroffers
I Aims & Requirements
• To enable S.S. to master the writing ways of a firm offer;
• To require S.S. to identify a firm offer from a non-firm offer.
• Offers • An offer is a promise to supply goods on the terms and
conditions stated. In an offer, the seller not only quotes the price of the goods, but also indicates all necessary terms, just as: The name of the goods, Quality, Quantity, Price, Time of Shipment, Terms of Payment and so on. • 1.Types of offer • An offer may either be firm within a certain time-limit (firm offer) or be made without engagement (nonfirmoffer). • 1) Firm Offer: Firm Offer are made when a seller promises to sell goods at a stated price and within a stated period of time.
thanks for the enquiry, give your conditions for offer (firm offer or non-firm offer).
Step 1. Introduction
• 2)Transitional Paragraph: • (1) Name of the goods, quality or specifications, quantity,
Step 1. Introduction
• 1.The Key Structure of the counter-counter offer • 1) Opening Paragraph: Express your thanks with
a courteous sentence. • 2)Transitional paragraph: (Counter-counter Offer) • (1) Express your difficulties to accept the buyer’s
• 4)Asks for earlier delivery. • 5)Asks for changing the package. • 6) Counter-offer on the discount ofthe
goods. • 7)Asks for more commission. • 3.The Key Structure of the letter. • 1) Opening Paragraph: Express your
• 2. Several Kinds of Counter-offers: • 1) Counter-offer on price . • 2)Asks for reduction of minimumquantity. • 3) Counter-offer on payment terms.
Step 1. Introduction
full right of acceptance or refusal. In the latter case, the seller may make another counter-offer of his own. This process can go on for many a round till the business is finalized or called off.
Step 1. Introduction
• 2) Non-firm Offer:There are four kinds of flexible offer.
• (1) Offer subject to prior sale, Offer subject to being unsold. (有权先售报价）
useful sentences and phrases illustrated in the notes. • Reciting the useful sentences in the book with a view to keep the
sentence pattern in your mind. • Doing exercises according to the knowledge we learned in this
firm; we have the pleasure of offering----• Exercises: the offer is open (valid, good)
within---• Under separate cover, irrevocable L/C.
Step 1. Introduction
your reasons. • (2) Express your conditions (suggestions) to counter-
offer. • 3) Closing paragraph: Express your hope for acceptance
of counter-offer. • Counter-counter Offers • The seller receives the buyer’s counter-offer, he has the
counter-offer. • (2) Express your counter-counter offer • 3) Closing paragraph: Express your hope for
acceptance of counter-counter offer.
Words for introduction
• P1:transaction交易; initial首次的; receipt收到，收 据;abroad国外的;sheet表，单;preferred优先的; pro forma invoice预制发票;format格式;
• P2:shipment发货;specify指定;familiar熟悉 的;description描述，说明;overseas海外地;domestic 国内的;
• Ask students to grasp the definition of firm offer and useful expressions init.
• Let them be familiar with the words and phrases and can make use of them quite conveniently
Step 1. Introduction
• In the counter-offer, the buyer may show his disagreement to the certain termand conditions and state his own idea instead. Such alterations, no matter how slight they may appear to be, signify that business has to be negotiated on the renewed basis.
• (2) Offer subject to confirmation. （经确认为有效 的报价）
Step 1. Introduction
• 2)Transitional Paragraph: (Counter-offer) • (1) Express your dhe offer and give
offer
Step 1. Introduction
• 1) New customer with the first inquiry. • 2) Old customer with the first inquiry for an
new products. • 3) On the fair or show. • 3.The structure of a satisfactory offer • 1) Opening Paragraph: Express your
details of prices, discounts, terms of payment, time of shipment, and packing conditions so as to enable the buyer to make a decision. • (2) A supplementary short paragraph to draw the customer’s attention to other products likely to interest the buyer. • 3) Closing Paragraph: Express your hope for an order. • Counter-offer • 1. Counter-offers: A buyer does not agree with any or some of the transaction terms of a quotation or a firm offer, he sends a counter-offer.
Unit 5 报盘与还盘
Quotations, offers and counteroffers
I Aims & Requirements
• To enable S.S. to master the writing ways of a firm offer;
• To require S.S. to identify a firm offer from a non-firm offer.
• Offers • An offer is a promise to supply goods on the terms and
conditions stated. In an offer, the seller not only quotes the price of the goods, but also indicates all necessary terms, just as: The name of the goods, Quality, Quantity, Price, Time of Shipment, Terms of Payment and so on. • 1.Types of offer • An offer may either be firm within a certain time-limit (firm offer) or be made without engagement (nonfirmoffer). • 1) Firm Offer: Firm Offer are made when a seller promises to sell goods at a stated price and within a stated period of time.
thanks for the enquiry, give your conditions for offer (firm offer or non-firm offer).
Step 1. Introduction
• 2)Transitional Paragraph: • (1) Name of the goods, quality or specifications, quantity,
Step 1. Introduction
• 1.The Key Structure of the counter-counter offer • 1) Opening Paragraph: Express your thanks with
a courteous sentence. • 2)Transitional paragraph: (Counter-counter Offer) • (1) Express your difficulties to accept the buyer’s
• 4)Asks for earlier delivery. • 5)Asks for changing the package. • 6) Counter-offer on the discount ofthe
goods. • 7)Asks for more commission. • 3.The Key Structure of the letter. • 1) Opening Paragraph: Express your
• 2. Several Kinds of Counter-offers: • 1) Counter-offer on price . • 2)Asks for reduction of minimumquantity. • 3) Counter-offer on payment terms.
Step 1. Introduction
full right of acceptance or refusal. In the latter case, the seller may make another counter-offer of his own. This process can go on for many a round till the business is finalized or called off.
Step 1. Introduction
• 2) Non-firm Offer:There are four kinds of flexible offer.
• (1) Offer subject to prior sale, Offer subject to being unsold. (有权先售报价）
useful sentences and phrases illustrated in the notes. • Reciting the useful sentences in the book with a view to keep the
sentence pattern in your mind. • Doing exercises according to the knowledge we learned in this
firm; we have the pleasure of offering----• Exercises: the offer is open (valid, good)
within---• Under separate cover, irrevocable L/C.
Step 1. Introduction
your reasons. • (2) Express your conditions (suggestions) to counter-
offer. • 3) Closing paragraph: Express your hope for acceptance
of counter-offer. • Counter-counter Offers • The seller receives the buyer’s counter-offer, he has the
counter-offer. • (2) Express your counter-counter offer • 3) Closing paragraph: Express your hope for
acceptance of counter-counter offer.
Words for introduction
• P1:transaction交易; initial首次的; receipt收到，收 据;abroad国外的;sheet表，单;preferred优先的; pro forma invoice预制发票;format格式;
• P2:shipment发货;specify指定;familiar熟悉 的;description描述，说明;overseas海外地;domestic 国内的;
• Ask students to grasp the definition of firm offer and useful expressions init.
• Let them be familiar with the words and phrases and can make use of them quite conveniently
Step 1. Introduction
• In the counter-offer, the buyer may show his disagreement to the certain termand conditions and state his own idea instead. Such alterations, no matter how slight they may appear to be, signify that business has to be negotiated on the renewed basis.
• (2) Offer subject to confirmation. （经确认为有效 的报价）